B2B Sales Strategy: Avoid Prospect Stalls and Stops

Course details

Have you ever found yourself in a stall with one of your sales prospects? You had sales momentum, and then it abruptly ends. Skillfully building and executing a strategy that intentionally addresses potential stalls and stops will result in greater success and higher contract win rates.

In this course, B2B sales strategy expert Lisa Magnuson shares guidance and actionable techniques to help you build a strong strategy that will lead to many big contract wins. Learn how to identify common sales missteps, map your prospect’s experience through a complex buying journey, and ask strong qualifying questions. Practice analyzing the decision-making process and forming a collaborative partnership with your prospects. Plus, explore ways to differentiate your solution from the competition.

Concepts

0. Introduction

01 - Avoiding prospect stalls and stops in your sales cycle

1. How to Anticipate B2B Sales Traps

02 - Recognizing three common sales traps
03 - Identifying two reasons your prospects stall

2. How to Align with Your B2B Sales Prospect

04 - Gaining insights into your prospect s B2B buying journey
05 - Putting yourself in your prospect s shoes

3. How to Qualify the B2B Sales Opportunity

06 - Capitalizing on the three layers of the qualify stage
07 - Developing successful sales qualifying questions

4. How to Partner with Your B2B Sales Prospect

08 - Engaging decision makers and stakeholders in B2B sales
09 - Collaborating on your prospect's internal business case

5. How to Differentiate Your B2B Sales Solution

10 - Creating prospect value in B2B sales
11 - Designing your win themes for maximum decision-maker impact
12 - Differentiating your sales solution with win themes

Conclusion

13 - Celebrating wins in your B2B sales efforts